Pharmacy Sales Consultant

Job Description

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.

The Pharmacy Sales Consultant (PSC) is an individual contributor and results-driven account management / sales professional responsible for growing McKesson’s portfolio of products and services within independent and long-term care pharmacies in an assigned geographic territory. This highly consultative role requires the ability to lead all interactions with pharmacists in charge and / or business owners positioning McKesson as a trusted, expert partner.

The PSC will develop tailored strategies for each assigned account and prospect, driving the coordinated execution of products and services throughout the sales process. This is a field-based position with daily customer-facing responsibilities and significant travel requirements.

The territory for this position will cover Western and Northern MI.

Key Responsibilities :

Achieve annual budget objectives for assigned sales territory.

Build a comprehensive business plan to optimize short- and long-term territory performance.

Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory.

Build a robust opportunity funnel by organic (cold calling) and coordinated efforts.

Contribute insights and feedback to support the ongoing improvement and development of McKesson products and services, leveraging pharmacy partner experiences.

Provides customers with strategic marketing guidance, financial analysis to support planning, managed care insights, competitive intelligence, and profit-enhancing opportunities. Utilizes consultative sales methodologies and tailored programs to clearly demonstrate the value and benefits of the company’s products, services, and technologies.

Create and deliver sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.

Achieve success in line with our ICARE principles.

Cultivate and maintain strong relationships with key customers to ensure long-term retention and credibility.

Collaborate with internal teams—including operations, delivery, inventory, credit, pricing, and finance—to resolve issues and provide expert support for existing accounts.

Participate in team selling opportunities and joint presentations to enhance business growth, improve selling skills, and deepen customer knowledge.

Maintain current, detailed, and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time.

Special projects as assigned.

Minimum Requirement :

Degree or equivalent and typically requires 4+ years of relevant experience.

Education :

Bachelor’s degree in business related field or equivalent work experience with an emphasis in sales, marketing, business management, account management or healthcare related field preferred.

Critical Skills :

4+ years of business-to-business field sales or account management experience, preferably in healthcare.

3+ years of proven sales experience with a track record of meeting or exceeding goals.

Strong analytical, problem-solving, and negotiation skills.

Proficiency in CRM tools (e.g., Salesforce, ACT).

Skilled in MS Office Suite (Excel, PowerPoint, Word, Outlook).

Ability to interpret and analyze P&L statements.

Additional Skills :

Experience in retail / distribution, healthcare, pharmacy, community pharmacy, benefits, or insurance industry preferred.

Consultative sales approach with the ability to identify customer needs.

Skilled in articulating the organization’s value proposition to customers.

Willingness to travel extensively (up to 80%) with occasional overnight stays.

Strong business and financial acumen.

Demonstrated teamwork and collaboration, fostering trust and open communication.

Influential communicator with active listening skills and ability to tailor messages for diverse audiences.

Ability to navigate complex environments effectively.

Self-starter with a proactive mindset and commitment to continuous learning.

Strong relationship-building skills focused on trust and transparency.

Highly organized and adaptable to changing priorities.

Working Conditions :

Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

Able to travel extensively overnight in region to customers 80% of the time by car.

Must have a valid driver's license with a clean driving record / MVR.

Primary territory is Western and Northern Michigan. Ideal candidate will live in this territory.

Remote / Home Office work environment.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.  In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position :

$119,700 - $199,500

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

Join us at McKesson!